Social Psychology Chp 5-7 Exam – Flashcards
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The overall positive or negative evaluation that people have of themselves is
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self-esteem
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________ theory posits that when people feel their freedom threatened, they will work to restore it by performing the threatened behavior.
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Reactance
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Based on the Ben Franklin effect, you are most likely to increase your liking for Tony when
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you lend Tony $10.
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The term ________ refers to a practice whereby a salesperson initially accepts a customer s offer, but then claims an error and quotes the customer a higher price.
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lowballing
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Leonie really likes Giorgi and would like for him to like her. Based on the research presented in chapter 5, where should she suggest they go for a date?
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a theme park with five roller coasters
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Sometimes even when people want to pay attention to a message, they cannot. Which of the following is not something that would prohibit someone from paying attention to a message?
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having a high need for cognition
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When asked to finish a sentence beginning I am..., respondents from Asian countries are more likely to mention ________, because they grew up in a(n) ________ culture.
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group membership; interdependent
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Social comparison theory suggests that in order to learn about our own abilities and attitudes, we
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compare ourselves to others.
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Jake and Martin are standing at the counter of the convenience store, and Jake who has just failed his psychology exam is animatedly telling Martin that the exam was unfair and that his professor is unreasonable. As he takes his change, Jake sees his image on the security camera. This causes him to wonder whether he actually studied enough for the exam. Jake s self-scrutiny in this situation would be predicted by ________ theory.
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self-awareness
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________ refers to the desire to engage in an activity because we enjoy it, not because we expect external rewards.
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Intrinsic motivation
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The development of our sense of self is partly influenced by the culture in which we grow up. For example, in Western cultures, people tend to have an ________ view of the self, whereas in non-Western cultures, people tend to have an ________ view of the self.
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independent; interdependent
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Cognitively based attitude is to ________ as ________ attitude is to emotion.
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appraisal; affectively based
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According to the authors of your text, after carefully making a decision, what is likely to happen?
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You will start to think more and more about the good qualities of your decision.
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Self-Perception Theory describes which of the following?
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Figuring out internal states by observing one's own behavior.
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According to cognitive dissonance theory, soldiers may reduce their guilt about killing innocent civilians during wartime by
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dehumanizing their victims.
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When the manufacturers such as Microsoft pay to have their products clearly used by the main characters of a TV show or movie, the technique being used is called
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product placement.
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Which of the following is most closely related to the notion of behaviorally based attitudes?
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self-perception theory
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Experts are always right and Expensive means quality are some examples of how ________ can be used in persuasion.
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heuristics
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Communication such as a speech or television advertisement that advocates a particular side of an issue is considered
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persuasive communication
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Based on information from the authors of your text about cognitive dissonance and immoral behavior, which of the following people would be most likely to condone having an extramarital affair?
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Jessie, who cheated on her husband long ago, but didn t get caught
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The concept of ________ refers to the ease with which people believe that they can perform a behavior in question.
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perceived behavioral control
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All of the following statements about self-awareness are true except that
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people attempt to escape aversive self-awareness through activities such as drinking and watching television. --->people always find self-focus aversive. self-awareness can foster adherence to moral standards. self-focus leads people to attend to discrepancies between their behavior and their standards.
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Attitude inoculation is a way to
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increase resistance to attitude change.
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________ refers to the tendency of people to increase their liking for something they have worked hard to attain.
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Justification of effort
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Just after the tragic events of September 11, 2001, President George W. Bush s performance ratings soared from a low of 50 percent to a high of 82 percent, only to fall back to 53 percent a month later. This phenomenon suggests that
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although relatively stable, attitudes can and do change.
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Which of the following is a way to reduce cognitive dissonance?
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Change our behavior to align with the dissonant cognition. Justify our behavior by changing one of our dissonant cognitions. Justify our behavior by adding new cognitions. ---->All of the above.
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________ refer(s) to words or pictures that are not consciously perceived, but that allegedly influence judgments, attitudes, and behaviors.
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Subliminal messages
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Which of the attitude components we ve talked about typically involves rational examination.
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Cognitive ?
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Armando is listening carefully to a persuasive communication and thinking about the arguments. He is using the ________ route to persuasion.
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central direct
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When our behaviors are inconsistent with our values or beliefs, we are not likely to experience cognitive dissonance if
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we can point to external justifications for our behavior.
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Imagine that you buy a new computer. Which would you expect to make you the most happy with your decision?
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After you buy it from a store with no returns.
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________ refers to the dissonance aroused after we have chosen between two or more alternatives.
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Postdecision dissonance
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The mindset that our abilities are malleable qualities that we can cultivate and nurture best describes a ________ mindset.
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growth
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According to dissonance theorists, what is the problem with severe punishment to control behaviors?
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serves as an external justification for behavior change.
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Which of the following would be most likely to reach to touch a spot of red dye on his head when seeing his or her reflection in a mirror?
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an adult chimpanzee
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When people try to maintain their self-esteem and reduce cognitive dissonance, they may resort to maladaptive thinking known as
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rationalizing.
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Ken participates in a psychology study where he has to make statements that are contrary to his thoughts and values. Then, the researchers reminded him of this inconsistency. Ken has participated in which of the following?
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a hypocrisy induction
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According to the authors, programs which provide children large monetary rewards for reading,
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may actually reduce their enjoyment of reading.
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Which of the following would increase your self-control.
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Practice exerting self-control. Setting behavioral intentions. Gummy worms. --->All of the above.
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Just before an exam, your friend Marc turns to you and says Man, I m so tired! I partied until four in the morning. Marc is engaging in what type of self-presentation?
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self-handicapping
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According to the authors of your text, one of the most powerful determinants of human behavior stems from our need to
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preserve and maintain a relatively favorable view of ourselves.
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When people state publicly an opinion that is at odds with their own private attitudes, they are engaging in
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counterattitudinal advocacy.
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The authors of your text explain that people tend to overestimate how bad they will feel if a negative event were to happen to them. This tendency is called
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the impact bias
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What type of message works in psychological experiments but not in advertising?
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Subliminal messages
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________ refers to the process of looking inward and examining our thoughts, feelings, and motives.
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Introspection
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Donald didn t attend carefully to the substance of the persuasive communication, but instead paid attention to some irrelevant cues. He s using the ________ route to persuasion.
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peripheral
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If an attitude is cognitively based, it is best to use rational arguments. What types of arguments work best to change an affectively based attitude?
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emotional appeals
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Simone runs simply because it gives her pleasure to exercise outside and to leave her daily worries behind as she works up a sweat. In this instance, Simone is ________ to run.
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intrinsically motivated
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The three parts that form our evaluations of attitude objects are
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affective, behavioral, and cognitive
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If you are experiencing physiological arousal (heart pounding, feeling warm and a bit shaky), according to the two-factor theory of emotion, what would you do next to provide an interpretation of the arousal?
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look for cues from the environment
